2020

Ten insights on the future of SAM

Strategic Account Management Association

By Nicolas Zimmerman, Editor-in-chief, SAMA. Whether you’re struggling to survive the pandemic or thriving and experiencing unprecedented growth, one thing is clear: We are experiencing radical shifts in how we conduct business with our most strategic customers.

Crime Doesn’t Pay, But Relationships Do

Upland

There’s a reason that the “murder board” offers such a strong visual representation of a case and is seen in some of our most favorite crime-shows.

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Becoming the expert for your customer

Jermaine Edwards

Are you really THE expert? Research. Research. Research. We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones simply know its importance as they do it weekly, not just before a call. When I started out in sales I was told to do customer research.

What Are the 12 Tenets of Key Account Management & Why You Need to Know?

Account Manager Tips

Share. Tweet. Share. I'm excited to share my recent conversation with Phil Bourne with you. Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management.

The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? In this webinar, you’ll gain actionable insights from Olivia Montgomery as she walks us through Capterra’s extensive research on how businesses - notably small and midsize businesses - are addressing supply chain challenges in 2023.

How to Set Sales Targets in Uncertain Times

Engage Selling

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

How to Lead a Digital-Oriented Sales Strategy

SBI Growth

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

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New Year, New Energy, New Approach, and New Results!

Revenue Storm

2020 has been an interesting year. As Nietzsche stated, “Whatever doesn’t kill you, only makes you stronger.” Close what you can and dust your hands off. The year is almost over! Every new year should generate excitement and new energy.

How to Gain Better Access to Senior Leaders in Your Strategic Accounts

The Chapman Group

By: Denny Chapman Jr.

4 Types of Questions to Uncover Customers’ Most Pressing Needs

Miller Heiman Group

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before.

How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up.

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

What suppliers can do mid-contract to future-proof their negotiations

Strategic Account Management Association

By Jeff Cochran, Partner, Shapiro Negotiations Institute. We’ve all been there before. You’re halfway through your initial contract with a new client. Things are going great. Sure, there were some growing pains in the beginning, but you feel you and your firm are adding a lot of value and you’re confident your client feels the same way. So why is it that most of us always wait until the current contract cycle is about to wind down to engage about an extension?

Forecast challenges? You have a relationship problem.

Upland

Forecast calls the world over follow a fairly uniform structure. Regardless of company size, a CRO gathers her sales leaders and runs them through the standard paces: Calling the numbers; closed/won progress; a fly-over of top deals with an update on the current state of play.

B2B 195

How to get better and greater results for you and your customers in two steps

Jermaine Edwards

The hard reality. Everyone works hard with and for their customers but not everyone gets a reward. Throughout most of my early career in sales, I struggled. In fact, the first real sales job I had I sold Garden furniture door to door in South Carolina.

The Key Account Manager’s Christmas Gift Guide

Account Manager Tips

Are you struggling for Christmas gift ideas for the key account manager in your life? Don't worry, I got you covered. If you want to show appreciation to a colleague or just treat yourself - there's something for everyone and every budget in this Christmas gift guide: key account management edition!

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Honing Your Remote Selling Abilities

Engage Selling

Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?

4 Ways Inside Sales Can Enhance Customer Experience

SBI Growth

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Seen on the Web – A selection of interesting posts (November 2020)

KAM With Passion

For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. You will probably see a lot from them in future issues of this selection.

B2B 130

Talk Tracks to Speed Up the Sales Process

The Center for Sales Strategy

Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads.

Sales 117

A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

Strategic Account Management Best Practices Checklist

The Chapman Group

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization.

17 Common Virtual Selling Mistakes to Avoid

RAIN Group

There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.

How To Go From Order Taker To Trusted Advisor

MTD Sales Training

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers.

Learn from the best: The 2020 SAMA Excellence Awards winners

Strategic Account Management Association

By SAMA Editors. The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management is enshrined at the center of a company’s business strategy.

How to Gain a Competitive Edge: A Deep Dive Into Supplier Diversity Programs

Speaker: Rod Robinson - SVP of the Supplier Diversity Practice, Insight Sourcing Group

In this exclusive webinar, Rod Robinson, SVP of the Supplier Diversity Practice Lead & Center of Excellence, dives into the key benefits corporations are seeing emerge from their supplier diversity programs and how you can gain invaluable competitive advantages with a supplier diversity program of your own.

The Account Management Imperative: Focus on Your Existing Customers and Deliver Value

Upland

Political strategist James Carville famously noted, “It’s the economy stupid” to remind his team to maintain their focus on the most important issue of the presidential campaign.

Five Critical Customer Conversations

Jermaine Edwards

Every conversation matters. There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. We all need to communicate with others.

Help! How Do I Tell Clients About a Price Increase?

Account Manager Tips

Is there anything worse a key account manager has to do than tell clients about a price increase? You're between a rock and hard place. Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief.

Getting Virtual Communication Right

Engage Selling

Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.

The Modern Supply Chain: Global Challenges and Best Practices

Speaker: Bart Huthwaite - Principal, RSM, Operations and Supply Chain

Fueled by innovation and modernization, Bart Huthwaite will unpack how developing and improving your resilience and adaptability will future-proof your global supply chain and set you up for long-term success.

Proper 2021 Planning Will Require a New Level of Focus

SBI Growth

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.

B2B 131

Sales leaders: are your sales ship and crew ready for rough sea?

KAM With Passion

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. You know that this will continue for a while and will happen again in the future. So, what do you plan to do about it? Sales and company leaders, imagine you are a ship captain.

How to Reduce Zoom Fatigue in the Sales Process

The Center for Sales Strategy

In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon.

Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month

Groove HQ

KPI reports used to take me 2 hours a week to prepare. Now I do it in 5 minutes. These Google Data Studio examples will show you how. Not long ago, we had a manual, spreadsheet-based KPI reporting process.

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The Supply Chain & Logistics Journey: Humble Beginnings, Troubled Present, Amazing Future

Speaker: James A. Tompkins, Ph.D.

This presentation provides a brief overview of where supply chains have been and their current status, then dives deep into the incredible role that supply chains will play going forward.